you know it is hard if people haven't seen the transformation that you're talking about right and it's so interesting when people kind of you know they use the term like drink the Kool-Aid or something like that but when they actually see it and feel it that's when they fall in love with the with the platform right it's literally like a rewarding like to say like intrinsically rewarding kind of thing because the the hopes and dreams that you have you can enable that on the platform you can release people to do other things because you automate you know um you streamline things you make it easier for people to do this type of work and sometimes free them up to do other work right so when they feel that then they really get excited about that so it's fun to uh be able to see that in our clients even our new clients if you get them even just a little bit far you know into their journey and they start to feel that it just builds momentum right you see that momentum building activity happening in inside of all of their organizations